| What does Ross mean when he says integrative bargaining "fails well" while distributive bargaining "fails poorly"? | Integrative bargaining fosters relationships and mutual growth even if agreements aren’t reached, whereas distributive tactics can damage relationships and miss opportunities. |
| How can treating a difficult negotiator as a gentleman improve negotiation outcomes? | It costs nothing, may disarm hostility, and helps maintain professionalism, fostering better outcomes even if initial judgments were wrong. |
| How does Rubinstein's model explain the cost of delayed agreements in negotiations? | Delays reduce the value of the "pie" being negotiated, encouraging quicker resolutions to maximize benefits for both parties. |
| How does the preference for immediate over delayed outcomes affect negotiation dynamics in Rubinstein's model? | Parties valuing immediate outcomes more may accept less favorable deals to avoid delays, while patient negotiators gain leverage. |
| How does backward induction help solve negotiation problems, according to Rubinstein's model? | It involves anticipating future moves and outcomes to make optimal decisions at each stage, leading to subgame perfect equilibria. |
| Why does Ross argue that most trade is mutually beneficial, contrary to the textbook’s suggestion? | Trade is voluntary, and both parties typically gain value, even if they don’t fully realize the surplus created. |
| How does stressing common ground and minimizing differences contribute to successful integrative negotiations? | It builds trust and cooperation, making it easier to find creative solutions that meet both parties' needs. |
| Why is integrative negotiation more likely when multiple issues are on the table? | Multiple issues allow for trade-offs that can satisfy both parties' varying preferences, leading to win-win outcomes. |
| How can negotiators manage the tension between cooperative and competitive behaviors in integrative bargaining? | By prioritizing value creation before value claiming, negotiators can maintain collaboration without undermining relationships. |
| Why should processes that create value precede those that claim value in negotiations? | Focusing on value creation builds trust and expands the pie, making the subsequent division of value smoother and less contentious. |
| How do different types of interests (substantive, process, relationship, principle) influence negotiation strategies? | Recognizing varied interests helps negotiators tailor solutions that address underlying concerns, not just surface positions. |
| Why is it important to surface interests by asking questions during negotiations? | It reveals hidden priorities and motivations, enabling more effective problem-solving and mutually satisfying agreements. |
| How does logrolling (trading interests) create more value in negotiations? | By exchanging concessions on less important issues for gains on critical ones, both parties can achieve better outcomes. |
| Why is agreeing to criteria in advance important when evaluating negotiation alternatives? | It ensures objectivity and fairness, reducing bias and increasing the likelihood of mutually acceptable solutions. |
| How can intangible factors, like emotions or reputations, influence negotiation outcomes? | They affect trust, cooperation, and willingness to compromise, often playing a critical role in the success of negotiations. |
| How do differences in risk, time, and expectations influence negotiation strategies? | : They create opportunities for trade-offs, as parties may value different aspects of the deal differently, enabling creative solutions. |
| How does focusing on clear communication enhance integrative negotiation outcomes? | It reduces misunderstandings, fosters transparency, and ensures both parties are aligned in their goals and expectations. |
| How can Multiple Equivalent Simultaneous Offers (MESOs) enhance integrative negotiations? | They provide options that satisfy both parties' interests, increasing the chances of finding mutually acceptable solutions. |
| Why is establishing a common goal important in integrative bargaining? | : It aligns both parties towards a shared outcome, fostering cooperation and minimizing adversarial dynamics. |
